Army Air
I spent over twenty-five years studying, practicing and teaching martial arts. This includes time spent in the United States Army and living in Japan and Korea study martial arts there. Two important concepts that I studied, taught and written in a format martial or any military also important when teaching negotiation. These concepts are the strategy and tactics. Sometimes I see people wrongly using a word for in fact the other. In this short article, I want to describe the difference between strategy and tactics, and to illustrate the relationship between the two.
Strategy
Strategy is the overall big picture, plan, including objectives and expected results. In the middle Military strategy is the use, during peace and war, or all of the forces of a nation, through large-scale planning long-term development, to ensure the safety or victory. Another definition would be a plan, method or series of maneuvers or stratagems for obtaining a specific goal or outcome. A well known strategy used by the Allies in the Second World War was that of bombing policy in Europe. The Army Air Corps strategic bombing doctrine is based on the theory that a bomber force could pound the enemy until its industrial base was destroyed, and with it his ability and willingness to make war. While this example illustrates the concept of strategy, it is unfortunate that many of us have probably encountered the negotiators who worked from a very similar strategic doctrine.
Strategic negotiation is simply the act of designing and implementing a sound plan to achieve your desired results. Often, it is your plan to convince another party to give you something you want and on your terms. The first thing you must consider when developing a trading strategy is what you really want? What is the purpose bargaining? Would you buy a house or commercial building? Want to increase your salary? Want to settle a case that is in dispute? A Once you know what you want, and have developed a strategy, you can implement tactics to help you achieve the desired result.
When we develop the strategy, it is often easier to break your plan into several phases. Here is a simple model used by martial arts War and you'll notice is the negotiation as well:
1. Identify your strategic objectives
2. Collect intelligence
3. Plan Environment
4. Program commitment
Tactics
The tactics are simply the means by which you carry out your strategy. When applying for tactical military use and deployment of troops in actual combat, in particular, is the military science that deals with the objectives set by the security strategy, especially the technique of deploying and directing troops, ships and aircraft in effective maneuvers against an enemy. In our example above with the Army Air Corps, tight formations employed by the bombers to make the best use of weapons of heavy bombers and prevent them from German fighters and distinguishing swarming plans is an isolated example of a tactic used to help carry out the strategy. Another tactic is the use of high-altitude bombing at low-level bombing proved vulnerable to anti-aircraft fire.
Be very careful not to focus on the work, medium, or tactics at the expense of performance, the objectives, expected results. First of all, obtaining an objective in the negotiations should be paramount. Well Naturally, tactics, activities or ways we should always be appropriate and ethical, but we must remember they are only means to achieve the desired results. Examples of negotiating tactics include items such as:
1. Giving ultimatums
2. Nibble
3. Shocked or surprised look
4. Good Cop / Bad Cop
5. Stay away
There are many tactics people use when negotiating. There is nothing wrong with using some tactics to achieve your strategy and achieve your goals. This is not necessarily unethical, misleading or unethical to use negotiation tactics, although some may want you to believe it. Yes, some tactics may be contrary ethics, and as I indicated earlier, we should always be appropriate and ethical, but there is nothing wrong with being competitive.
No, I have not forgotten the principled negotiation strategy given by Fisher and Ury in "Getting to Yes. "However, I also understand that sometimes we will be competitive in the negotiations, and knowing various tactics can give us the edge. As a prosecutor, I realize that some clients hire a lawyer to be their pit bull, and everyone is a winner could be the ideal, some of these customers not care about the victory in their column. Practically speaking, we must offer to counsel our clients if we want to stay in business. In other areas, barganing competitive and you encounter, and tactics of knowledge can be very beneficial. Furthermore, since different negotiating tactics, and cons-attacks prepare us for when others use it against us.
Conclusion
Strategy and tactics are as old concepts as the conflict itself. Understanding the differences and relations between the two, the negotiator to better plan and implement strategies and tactics to achieve specific the desired results. There is a reason so many successful business people consider the classic ex-military like "The Art of War" and "The Book of Five Rings. "There is a reason why so many successful business people play games such as strategic military go and chess. Lessons learned from military sources, particularly the strategy and tactics, can easily be adapted to help us be better business people quality, better litigants, and better negotiators.
Alain Burrese, J.D. is a mediator/attorney with Bennett Law Office P.C. and an author/speaker through his own company Burrese Enterprises Inc. He writes and speaks about a variety of topics focusing on the business areas of negotiation and success principles as well as self-defense and safety topics. He is the author of Hard-Won Wisdom From the School of Hard Knocks, several instructional dvds, and numerous articles. You can find out more about Alain Burrese at his websites http://www.burrese.com or http://www.bennettlawofficepc.com
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